Asking attitude, intention and prediction questions as a social influence technique: A meta-analysis of the question-behavior effect

Van Steen, T; Joinson, A; Carruthers, Janet

Abstract

The question-behavior effect, how asking attitude, intention and prediction questions influences behavior, has been widely examined since its discovery by Sherman (1980). In the present study, a meta-analysis is carried out to examine the effectiveness of this influence technique. Studies were included if they used an experimental design with random allocation of participants, where the experimental condition consisted of asking attitude, intention and/or prediction questions and the dependent variable was a behavioral measurement. This resulted in 55 comparisons in 35 papers, with a total of 49108 participants. Applying a random-effects model on the data resulted in a small effect (d = .26, 95%CI [.18, .34]). Methodological causes and moderators related to the applicability and universality of the technique are discussed.

Citation

Van Steen, T., Joinson, A., & Carruthers, J. Asking attitude, intention and prediction questions as a social influence technique: A meta-analysis of the question-behavior effect

• Report Type: Discussion Paper
• Peer Reviewed: Not Peer Reviewed
• Keywords: question-behavior effect, meta-analysis, social influence, behavior change
• Publisher URL: https://ssrn.com/abstract=2686184